Blog Archives

On a fairly regular basis, sales managers and business owners tell me that what they really need is a sales team that’s much more entrepreneurial – they desperately want their salespeople to show a little more initiative towards their problems and opportunities. One…

It’s been my experience, that most Sales People fall into 3 distinct categories. Can’t afford to lose them Can’t afford to keep them Can’t afford to leave 1. Can’t Afford to Lose Them There are certain individuals who deliver so…

During my very first sales management role, I decided that everything leaving the desks and computers of my team would be a direct reflection – with regards to customers and competitors – of the way I ran my ship. There…

Do members of your sales team knock on your office door and ask you questions that; They really should already know the answer to You’ve already given a similar answer to on previous occasions – or Relate to problems that…

When business is bad, who do you think should take the responsibility for the lack of sales? Is it the fault of the sales team or the sales manager? And when you think about the phrase “The Buck Stops Here”,…